START AND RUN YOUR

FIRST $100,000 CAMPAIGN

Sandy Rees, CFRE

6-Figure Campaign

Structured way to raise $100,000 or more for

a specific purpose.

The 80/20 Rule

Major Givers make up 20% of your donor

base and provide 80% of your funding

A Major Gift

Is defined by you ($500, $5,000, $50,000, etc.)

Is a “stop and think” kind of gift

Brings transformation for your organization

Is a joy for the Giver

Step 1 - Define the need

What are you raising money for?

How much will it cost?

When do you need it?

Are you ready to undertake this kind of

fundraising campaign?

Step 2 - Agree on the amount

Step 3 - Develop the case

Why would someone give?

Why your organization?

Why now?

Why this amount?

Step 4 – Recruit Leadership

Who can help you to guarantee the success of

this campaign?

Who is it that key donors can’t say “no” to?

Step 5 – Develop the plan

Goal

Start/end dates

Reason for raising money

Leadership

Other notes

Step 6 – Create the Gift Table

No. of

gifts needed

Amount of each gift

Total at this level

Cumulative Total

# prospects

needed at this level

1 $15,000 $15,000 $15,000 3

2 $10,000 $20,000 $35,000 6

4 $5,000 $20,000 $55,000 12

8 $2,500 $20,000 $75,000 24

10 $1,000 $10,000 $85,000 48

20 $500 $10,000 $95,000 60

Many Below $500 $5,000 $100,000 50+

45+ donors

200+ prospects

Step 7 – Identify Prospects

Linkage Interest Ability Donor

Step 8 - Cultivate

Get to know the donor before you Ask

Don’t get married on the first date

Create and use a plan

Cultivation plan

Donor name: Betty Jo Smith Donor record number: 3345

Date Activity Notes

6-20-13 Called Betty Jo Thanked her for her past support. She mentioned that her

parents struggled through the Depression and she can’t

bear the thought of anyone going hungry. I invited her for

a tour of our food bank so she can see first-hand what her

donation is making possible. She’s coming July 10.

6-28-13 Facility tour Need to find out what her ‘hot button’ is about the

organization. Need to find out her favorite program.

Mid July Lunch Want to arrange lunch with her and our Program Director

to talk more about her favorite program.

2 or 3 days

later

Call Follow up call to see what she thought. Start to prepare

an Ask from that conversation.

Mid August Personal visit in

her home

Present an Ask proposal. Amount and project will depend

on her favorite program and how passionate she is about

it.

Step 9 – Ask for the Gift

Listen for “gift noises”

Ask for support for the RIGHT thing

Ask for the RIGHT amount

The Ask Conversation

1. Warm up

2. Transition

3. Information – Relationship building

4. Transition

5. ASK

6. Negotiate and answer questions

Step 10 – Thank the Donor

Warm, prompt, sincere Thank You letter

Thank again in meaningful ways

Step 11 – Follow Up

Keep the donor posted about the project

Share success stories

Take them on a tour if possible

Celebrate!

Celebrate the success!

Let your donors know

Let the community know

My gift to you

Get a free 20-minute strategy session!

www.TalkWithSandy.com

Sandy Rees, CFRE

www.GetFullyFunded.com

www.Facebook.com/GetFullyFunded

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